Table Of Content01_045220 ffirs.qxp 12/27/06 7:47 PM Page i
Negotiating
FOR
DUMmIES
‰
2
ND EDITION
by Michael C.Donaldson
Foreword by David Frohnmayer
President,University of Oregon
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Negotiating
FOR
DUMmIES
‰
2
ND EDITION
by Michael C.Donaldson
Foreword by David Frohnmayer
President,University of Oregon
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Negotiating For Dummies®, 2nd Edition
Published by
Wiley Publishing, Inc.
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Hoboken, NJ 07030-5774
www.wiley.com
Copyright © 2007 by Wiley Publishing, Inc., Indianapolis, Indiana
Published by Wiley Publishing, Inc., Indianapolis, Indiana
Published simultaneously in Canada
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About the Author
Michael C. Donaldson is an ex-Marine. As a 1st
Lieutenant, he was selected to be Officer-In-Charge
of the first Marine ground combat unit in Vietnam.
He went on to earn his law degree from the
University of California at Berkeley (Boalt Hall)
where he was student body president. He raised
his three lovely daughters (Michelle, Amy, and
Wendy) as a single parent and is now the proud
grandfather of two healthy and happy grandsons
(Soul and Caden). He is an avid skier, worldwide
hiker, and award-wining photographer. He com-
peted in the Senior Olympics in Gymnastics, win-
ning gold medals for the parallel bars in 1996, 1997,
and 1998 and a silver metal for rings in 1998.
In his successful entertainment law practice,
Michael represents writers, directors, and producers. He was co-chairman of
the Entertainment Section of the Beverly Hills Bar Association and is listed in
Who’s Who of American Law.His book Clearance and Copyrightis used in 50
film schools across the country.
Michael travels extensively to universities, annual meetings, and corporate
headquarters throughout the United States, Asia, and Europe to lead work-
shops on the topic of negotiating. His expertise, developed over a lifetime of
experience and learning, makes him a highly sought-after speaker. Michael’s
expansive knowledge of negotiating coupled with his energetic and engaging
style delivers powerful results to each seminar attendee.
Michael C. Donaldson
2118 Wilshire Blvd, Suite 500
Santa Monica, California 90403-5784
[email protected]
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Speeches, Seminars, and Consulting
Michael’s expansive knowledge of negotiating coupled with his energetic and
engaging style delivers powerful results at seminars and keynote speeches.
(cid:1)45 minute keynote speech on negotiating.
(cid:1)21⁄ hour negotiating workshop ideal for a break-out session at annual meet-
2
ings. Includes printed hand-out. Material is tailored for each audience.
(cid:1)Two- and three-day intensive negotiating seminars for corporations.
These seminars are specially designed for each corporate client after a
thorough needs analysis. Ideally, the seminars last from 8:30 in the morn-
ing to 9:00 p.m. with programming covering lunch sessions. The third day
ends at 4:30 p.m. The participants typically have a dinner together before
the evening session and are all housed in the same hotel.
(cid:1)Seminars: “Working with the Jerk at Work” is a fun and exciting full day or
half day course that helps smooth out the noisiest of office battlegrounds.
Free Negotiating Stuff
As a Dummiesreader, you can visit Michael’s Web site, www.michaelc
donaldson.com, and get the following free materials:
(cid:1)Ten ways to become a master negotiator
(cid:1)Ten common negotiating mistakes
(cid:1)Ten-step preparation sheet to prepare you and your team for any
negotiation
(cid:1)20% discount on a 1-hour negotiating DVD
Use this special code: NEGOTIATINGCHAMP
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Table of Contents
Foreword.....................................................................xix
Introduction..................................................................1
Who Needs to Read This Book?.....................................................................1
Foolish Assumptions.......................................................................................2
About This Book...............................................................................................2
How This Book Is Organized...........................................................................3
Part I: Preparing to Negotiate...............................................................3
Part II: Getting Your Point Across.........................................................4
Part III: Getting Past the Glitches to Close It Up.................................4
Part IV: Conducting Cross-Cultural and Complex Negotiations.......5
Part V: The Part of Tens.........................................................................5
Icons Used in This Book..................................................................................5
Where to Go from Here....................................................................................6
Part I: Preparing to Negotiate........................................7
Chapter 1: Negotiating for Life . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .9
When Am I Negotiating?................................................................................10
The Six Basic Skills of Negotiating...............................................................10
Prepare...................................................................................................11
Set goals and limits..............................................................................13
Listen......................................................................................................13
Be clear..................................................................................................14
Push the pause button.........................................................................17
Closing the deal....................................................................................17
Handling All Sorts of Negotiations...............................................................18
When negotiations get complicated..................................................18
International negotiations...................................................................19
Negotiations between men and women............................................19
Negotiation on the phone and via the Internet................................20
Chapter 2: Knowing What You Want and Preparing to Get It . . . . . . .21
Creating Your Vision......................................................................................22
Envisioning your future.......................................................................23
Making a commitment.........................................................................26
Identifying your values........................................................................28
Deciding How You Are Going to Achieve Your Vision...............................29
The three-year plan..............................................................................29
Putting your plan into action..............................................................31
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Dedication
This book is dedicated with love and respect to:
Sally Tompkins
Anne Laidlaw
Susie Kittleson (1941-2006)
Author’s Acknowledgments
I gratefully acknowledge the contribution of so many beloved people whose
talent and willingness to help were indispensable:
(cid:1)My daughters, Michelle (and Ray) Rapko, Amy Donaldson (and Eddie),
and Wendy (and John) Friess, who have taught me more than I ever
wanted to know about negotiating with children.
(cid:1)My partner, Tim Kittleson, for his sharp eye and wise counsel.
(cid:1)Betty White, whose genuine enthusiasm encouraged me from the earli-
est stages of the first edition all the way through this sequel edition.
(cid:1)An army of typists, proofers, and commenters led by Gus Avila,
Katheleen Ebora, and Ryann Gooden.
(cid:1)The dozens and dozens of people who provided quotes, quips, informa-
tion, and insights that enrich the book, including such professional writ-
ers as Howard Rodman, Melinda Peterson, and Phil Proctor. James
Greenwood, your donated time is particularly appreciated.
(cid:1)My clients, with whom and for whom I hone my skills every single day.
(cid:1)Mimi Schwied Donaldson, who aggressively supported me to write the
book that would eventually become Negotiating For Dummies and to find
a publishing home for the book. When I decided to join the For Dummies
team, Mimi became coauthor of the first edition by making substantial
contributions to what is now Chapter 2 and Chapter 9. She also con-
tributed virtually all the material that is gathered into Chapter 17 on
negotiating between men and women.
(cid:1)And, from beginning to end, the wonderful, supportive, and flexible staff
at Wiley Publishing, Inc.: Kathy Cox, who commissioned the second edi-
tion; Tim Gallan, my fabulous editor, who shaped the book; Vicki Adang,
the world’s best copy editor; and all the wonderful people in Production,
Marketing, and Sales who delivered this book from the press to you.
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Publisher’s Acknowledgments
We’re proud of this book; please send us your comments through our Dummies online registration
form located at www.dummies.com/register/.
Some of the people who helped bring this book to market include the following:
Acquisitions, Editorial, and Composition Services
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Christine Pingleton, Techbooks
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David Lutton
Cartoons: Rich Tennant
(www.the5thwave.com)
Publishing and Editorial for Consumer Dummies
Diane Graves Steele, Vice President and Publisher, Consumer Dummies
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Publishing for Technology Dummies
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